“Thanks to the Anaplan-based solution launched, the company is able to quickly manage individual managers' sales results at the sales position and customer level, something that was previously hard to perform. Now sales forecasting is developed using artificial intelligence capabilities. We create and manage plans on a cutting-edge platform where we now track sales goals in real time. We built Ferrari in connected planning.”
A large distributor of exotic fruits and berries is selling its products in the largest national retail chains, as well as using the HORECA channel. Constant exponential growth of business volumes, intensified competition and the consequences of lockdown have challenged the company to accelerate, increase efficiency and accuracy in its sales and operational planning.
The high demands of the premium consumer segment on product quality, the conditions of chain retailers on the level of service, and the short life cycle of the product formed the profile of the required changes in internal processes and technological planning tools. The pre-existing process could not handle the ever-changing realities of business, thereby creating challenges for business development in a complex pandemic environment. The process was supported by dozens of disparate Excel files, and a local system, originally designed to support ERP processes, that was fine-tuned to the company’s needs.
The clients’ team decided to look for a platform that would automate and at the same time optimize the sales and operations planning (S&OP) process with the ability to perform rolling planning with quarterly updates. It was also necessary to significantly improve the quality of developing and working with the forecast, namely to increase details to SKU level, to better forecast both regular and seasonal sales, to set up a user-friendly interface for adjusting and approving the forecast.
To automate the sales & operations planning (S&OP) process, the Planingo team implemented Anaplan platform with built-in Machine Learning algorithms to generate operational and long-term sales forecasts: